Account Manager - Flexible Automation - East Region

KION Business Services Polska; Grand Rapids (MI); Hybrid; USD 77,000 - 113,000; Full time

Benefits offered by this job

Global opportunities

Job summary

Dematic is expanding its Flexible Automation commercial team to accelerate growth in scalable warehouse automation, robotics, and software-enabled solutions. The role focuses on helping customers modernize fulfillment, warehousing, and internal logistics through autonomous technologies, digital orchestration, and commercial models that reduce upfront investment and create recurring value.

The role is customer-facing and requires leading complex enterprise sales conversations, building pipeline,

Qualifications

• 5+ years of success in enterprise B2B sales or business development.
• Experience selling warehouse automation, AMRs/AGVs, robotics, or related industrial tech.
• Comfort with consultative and value-based selling in multi-stakeholder environments.
• Experience building business cases and communicating ROI to operational/financial buyers.
• Ability to navigate direct and team-selling motions.

Responsibilities

• Build and grow pipeline for Flexible Automation solutions across new/existing customers.
• Lead complex sales cycles from discovery through business case, solution alignment, negotiation, and close.
• Position portfolio including AMRs, AGVs, robotic cells, and software-enabled automation.
• Help customers understand recurring software/service/automation-as-a-service models.
• Develop ROI-driven proposals tied to labor, throughput, density, and uptime.
• Partner with regional teams to shape end-to-end solutions.
• Ensure integrations with existing automation infrastructure and move deals forward.

Skills

Enterprise sales

B2B sales

Strategic accounts

ROI development

Multi-stakeholder selling

Negotiation

Tools

WMS

WES

TMS

Warehouse orchestration software

Automation software

Job description

Dematic is expanding its Flexible Automation commercial team to accelerate growth in scalable warehouse automation, robotics, and software-enabled solutions. This role will focus on helping customers modernize fulfillment, warehousing, and internal logistics through a mix of autonomous and semi-autonomous technologies, digital orchestration, and commercial models that can reduce upfront investment and create recurring operational value. This is a customer-facing commercial role for a seller who is comfortable leading complex enterprise sales conversations, building pipeline, shaping business cases, and working across a matrix of regional sales, solution design, software, engineering, and delivery partners. The role is anchored in Flexible Automation, while also working in partnership with the broader Dematic organization to bring customers the right end-to-end solution.

What We Offer:

• Career Development Competitive Compensation and Benefit Pay Transparency Global Opportunities Learn More Here: https://www.dematic.com/en-us/about/careers/what-we-offer/

Dematic provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training.

The base pay range for this role is estimated to be $76,500 - $112,500 at the time of posting. Final compensation will be determined by various factors such as work location, education, experience, knowledge, and skills. This role can be located remotely in the Eastern US Region, near a major airport.

What You Will Do In This Role:

• Build and grow pipeline for Flexible Automation solutions across new and existing customers.
• Lead complex customer sales cycles from discovery through business case, solution alignment, commercial negotiation, and close.
• Position Dematic’s Flexible Automation portfolio, including AMRs, AGVs, robotic cells, pallet shuttle solutions, AutoStore-style solutions, and software-enabled automation.
• Help customers understand commercial models that include recurring software, service, or automation-as-a-service value.
• Develop ROI-driven proposals tied to labor, throughput, storage density, scalability, uptime, and operational flexibility.
• Partner closely with regional account teams, software leaders, solution design, engineering, and implementation teams to shape solutions.
• Ensuring flexible technologies integrate smoothly with Dematic’s traditional fixed automation infrastructure; and move deals forward. and move deals forward.
• Engage operations, supply chain, logistics, IT, finance, and executive stakeholders across customer organizations.
• Identify opportunities that start with Flexible Automation and expand into the broader Dematic portfolio where appropriate.

What We Are Looking For:

• 5+ years of success in enterprise B2B sales, strategic account selling, or business development.
• Experience selling one or more of the following: warehouse automation, AMRs, AGVs, robotics, goods-to-person systems, WMS, WES, TMS, warehouse orchestration software, supply chain execution software, or related industrial technology.
• Comfort with consultative and value-based selling in multi-stakeholder enterprise environments.
• Experience building business cases and communicating ROI to both operational and financial buyers.
• Ability to navigate both direct selling and team-selling motions.
• Strong executive presence, communication, negotiation, and account planning capabilities.
• Willingness to travel regularly to customer sites and industry events.
• AMR and robotics OEM sales Warehouse automation and intralogistics sales Supply chain software sales SaaS sales into operations, logistics, warehousing, or manufacturing environments WMS, WES, OMS, TMS, or warehouse execution-orchestration sales Partner/channel sales in automation ecosystems Experience with subscription, recurring revenue, or equipment/service/software hybrid commercial models Familiarity with warehouse operations and distribution-center workflows Experience selling into accounts with complex buying committees and long sales cycles Prior exposure to AMR fleet software, warehouse orchestration, or automation controls/software integration KION brands keep the world moving - globally, regionally, and locally. KION is the Supply Chain Solutions Company. With over 42,000 employees in more than 100 countries, we enable smart, sustainable, and reliable supply chains worldwide - wherever goods are stored, moved, or delivered. Dematic complements this expertise with state-of-the-art automation technology and AI-supported software solutions that optimize intralogistics across warehousing, production, and distribution.

KION offers its customers the full spectrum of solutions to make their supply chains future-ready. Our international brands, Linde Material Handling, STILL, and Baoli and our regional brands, Fenwick and OM, stand for outstanding technological innovation, intelligent automation and service excellence in forklift trucks and warehouse equipment. Dematic complements this expertise with state-of-the-art automation technology and AI-supported software solutions that optimize intralogistics across warehousing, production, and distribution. Whether locally or globally - we offer exciting career opportunities in an innovative environment shaped by our core values: Integrity, Collaboration, Courage, and Excellence. Together, we create the magic of supply chain solutions.

Join our team - Push it forward.